Senior Director, Business Development Leader

Responsibilities

• Lead, develop, and inspire a team of industry-focused business development professionals supporting multiple industry practices, fostering a culture of accountability, high performance, and continuous improvement
• Partner with industry, service line, market, and firm leadership to develop and execute strategic growth initiatives aligned with firm objectives and long-term market opportunities
• Maintain an understanding of market trends, competitive dynamics, regulatory developments, and emerging opportunities impacting the firm's target industries to inform growth strategies
• Drive the deployment of sales strategies, methodologies, and best practices that support industry go-to-market plans, new client acquisition, and revenue growth goals
• Establish and monitor key performance indicators (KPIs), forecasting processes, pipeline governance, and business development performance reviews to ensure accountability, accurate reporting, and effective resource deployment
• Provide coaching, mentorship, and leadership development to business development professionals and emerging sales leaders, supporting succession planning and talent development across the PSO
• Develop strategic account planning initiatives across priority industry accounts, coordinating resources and opportunities to maximize client penetration and cross-selling revenue growth
• Drive the development and implementation of sales resource allocation strategies, market coverage plans, and budgeting recommendations that maximize business development effectiveness across key geographies and industry segments
• Direct the development and implementation of sales processes, playbooks, tools, and growth programs that enhance sales effectiveness and support achievement of growth targets
• Monitor competitive landscapes, emerging market opportunities, and industry trends to identify growth opportunities and maintain a competitive advantage
• Lead cross-functional collaboration with marketing, sales operations, sales enablement, sales development, industry practitioners, and practice leaders to support an integrated Go-to-Market (GTM) approach
• Maintain strict compliance with CRM (Salesforce) requirements and promote disciplined pipeline management, forecasting, activity compliance, and data-driven decision-making

Qualifications

• Undergraduate degree from an accredited college or university required; graduate degree preferred
• Minimum of 15+ years of progressive experience in business development, sales leadership, client relationship management, or related leadership roles within professional services organizations, required
• Minimum of 10 years of experience selling or delivering tax, assurance, and/or consulting services across one or more industry sectors within a professional services environment, required
• Minimum of 5 years of experience leading, coaching, and developing business development or sales professionals within a professional services environment, preferred
• Proven ability to influence and collaborate with senior executives, partners, and cross-functional stakeholders while managing complex sales cycles, strategic pursuits, and enterprise-level client relationships
• Demonstrated understanding of market dynamics, business development strategy, and professional services sales
• Strong problem-solving, critical thinking, strategic planning, and change management capabilities
• Ability to provide consultative, cross-functional leadership and effectively influence organizational outcomes
• Strong project management and relationship-building skills, with the ability to establish credibility and trust across a diverse stakeholder group
• Client relationship management (CRM) experience required; Salesforce experience preferred
• Excellent written, verbal, and presentation skills
• Excellent interpersonal skills, sound judgment, and a strong work ethic
• Ability to travel as needed (up to 25–30%) and work outside core business hours when necessary